Employee Influence Mapping

Case Study

What are best practices for Human Resources in China.

Challenge

A global pharmaceutical company felt their Chinese sales force was not as effective as it could be and there was a high attrition rate. The parent company in the U.S. felt that the dynamics of compensation structures were driving attrition and wanted competitive intelligence from China to validate that hypothesis.

Engagement

RESEARCH: LISTENING LOUDLY - A primary research program was designed and launched:

Interviewed HR professionals at over nine companies in the industry in China, entirely based on Scriplogix networks there (not formal interviews).

Collected info on employee compensation packages for Sales forces, including hard measures of compensation and incentive structures, and on softer policy measures.